Personal experience of sales business training mode 1
The two-week sales training course ended this week. As a marketing major in the School of Economics and Business Administration, I attach great importance to this training course, and I have gained a lot of valuable knowledge that is not easy to obtain in textbooks and life. Although I learned many sales methods of successful enterprises from teachers in class, it was through this training that I deeply realized that I was short-sighted, broadened my horizons and improved my sales potential through training courses.
In the first class, Mr. Tang briefly introduced the training and the arrangement of the training course. The class is divided into five groups, and each group completes six special projects. Our first thematic data is industry market analysis. In the process of analysis, we need to collect a lot of relevant data, and analyze the industry market in turn according to the current situation, competition pattern and consumer behavior analysis. Within the specified time, we need to write this survey report and interpret the analysis results to the whole class through PPT demonstration. After listening to the task arrangement of the first class, the whole class was boiling, and all the groups got together to discuss which industry market to choose, and all of them were gearing up. I believe that in this training course, every student can show his talent and potential.
In a blink of an eye, the first achievement report came, and each group took the stage to demonstrate in turn. The PPT pictures made by students on the stage are novel and the explanations are in place. The chosen industries are also different, such as hot pot, women's shoes, bread, communication and so on, and the list goes on. At this time, it is very exciting; The students in the audience carefully studied their experiences and asked questions. The whole scene was in full swing, like a special debate Everyone enjoys it and benefits a lot.
Through the writing of the first achievement report and investigation report, let students be familiar with the completion of future special projects. In this, I fully felt the strength of the team. Due to the large amount of tasks, team members can obey the division of labor of the team leader and complete teamwork seriously with good quality and quantity, which also ensures the high quality of our results report.
The next project is SWOT analysis, which requires us to analyze the internal and external sales environment of an enterprise as a whole. On the basis of our women's shoes industry, we chose Daphne, one of the top ten brands. Daphne is quite famous among young fashion people, so we made a SWOT analysis of this successful brand, which is quite a challenge for us. The third project is market research. This project requires us to do a questionnaire. I have been exposed to design questionnaires in other courses before. At this time, I found that my understanding was really superficial through the teacher's explanation. As a student majoring in marketing, this professional questionnaire must be of high quality, in which the header, body and footer need to be carefully analyzed and determined according to the purpose of the survey, and the order and form of the questions are very particular. This made me realize the charm of the course of marketing. What seems simple actually contains profound meaning. The fourth and fifth items are pricing strategy and positioning strategy, and we need to make a report. Our group chose the positioning strategy of women's shoes and clothes butterflies in the new century. This training course requires us to go to the real market for research. Let's throw away the ivory tower and walk into reality. In the process of research, I also personally realized the importance of positioning strategy for enterprises. At this time, as far as Fuling New Century Shopping Mall and Yidie Shopping Mall are concerned, due to different target market positioning, product brands, prices, layout and preferential schemes are different, resulting in differences in target consumers, natural operating conditions and popularity. The final project is comprehensive analysis. An industry and a brand need all-round analysis. This is the summary report of our work in these two weeks.
This training class is coming to an end, and I seem to have a feeling of wanting more. Although it is difficult in practice, it is very pleasant to succeed. Usually taciturn students also showed excellent potential in this training class, which shows that the training class is of great benefit to us. Two weeks is really short. During this time, I can learn different sales knowledge every day, communicate and cooperate with team members, and cultivate team spirit, which has benefited me a lot.
Essay on sales business training mode II
The company took advantage of these days a few years ago to conduct a sales training for us. This time, I was deeply touched by the lack of business training, and I got training and growth. Young people should do what they should do instead of what they want to do. Learning, growing and exercising ourselves are what we should do.
Let me share my feelings with you:
1, understand sales.
In the original thought, sales is to sell around all kinds of people, which is always boring. But through these days of training, I have a new definition of sales and a new understanding of salespeople. Sales is an act of meeting the needs of all parties, and solving their own needs by solving the needs of customers.
2. Sales process and skills.
The sales process includes data collection, telephone interview, negotiation, contract signing, implementation, service maintenance and secondary development. All sales include these parts. The sales process is dead, but it contains many sales skills. These sales techniques are alive. We can communicate with different customers through various skills, and then gradually complete the sales process, thus completing the sales.
3. communication.
Salespeople have to sell themselves first. When strangers come together from all directions, we need to actively communicate and integrate into the team as soon as possible, so that everyone can remember you and the industry you are doing and leave a deep impression on everyone. Therefore, making friends requires initiative.
4. adapt to the environment.
Adapt to everything in the shortest possible time and integrate into the group and your team. We are all the same at ordinary times, adapting to the big social environment, can the environment not adapt to you! Restrain your strong personality and subjective consciousness, take the overall situation into consideration, eliminate the fittest and eliminate the unsuitable ones!
The biggest enemy is yourself.
Some difficulties are of our own making. Actually, it's not that difficult to do it. As long as you overcome yourself and believe that you can do it, you can certainly do it! How do you know you can't do it if you don't even try
6. Be positive and optimistic, face difficulties and dare to challenge!
Think of every difficulty as a good opportunity to exercise yourself. If each of us can think like this, all problems will be solved naturally. So we should go forward bravely! Look at the difficulty like this: frustration = passbook pressure = motivation obstacle = like, no pains, no gains. Don't give up dreaming when you can dream.
In short, in this training, I learned a lot, realized a lot and grew a lot. I hope I can apply the above theories to my work and life, always remind myself and motivate myself! Keep moving!
Essay on Personal Experience Sales Business Training Mode 3
Through the five-day training for real estate sales staff, all employees in our sales department have benefited a lot. And have a systematic understanding of the company's corporate culture, development concept and functions of various departments. It has laid a good and solid foundation for us to better carry out sales work in the next step.
As a salesperson, you should have the basic qualities of self-confidence, tenacity, love, gratitude and listening. And learn to draw inferences from others, sum up yourself and reflect on yourself. And pay attention to improving business level, enhancing sales skills, cultivating keen observation, researching and investigating the real estate market in daily work, so as to understand that service is a whole process in the fierce market competition. Information should be as detailed as possible, and attention should be paid to customer accumulation, maintenance, communication, information collection, collation and feedback in daily work.
Personally, I think the training organized by the company is very good, which urges us to further study and improve in our work, and also lets us know that learning is a matter that runs through our lives. Only by continuous learning can we further enrich ourselves and improve ourselves, and we will not rest on our laurels. At the same time, we can also find our own shortcomings from the study and lay a good foundation for further work in the future. I also understand that sales is a very learned course.
In the eyes of most people, the job of a salesperson seems simple: customers will come and sell themselves without going out and looking for it, and it is also simple. They will enthusiastically preach to customers the information of the real estate that they have already learned by heart, and then answer several questions like "What are the living facilities around the community". I don't see any challenges or creativity. It seems that anyone can do it, but it's not.
We can look at it from the developer's point of view first. One of the results of the continuous development of market competition is that the degree of "homogeneity" of products is getting higher and higher, and services are playing an increasingly important role in sales. At the same time, enterprises need to be more sensitive to market changes. After more than ten years' development, the real estate market in China has not only changed rapidly from a seller's market to a buyer's market, but also the phenomenon of "homogenization" of products has become increasingly prominent. Therefore, salespeople who are in the front line of contacting customers are playing an increasingly important role in the whole sales system, and their identity attributes are becoming more and more complicated: they are the main force to convince customers on the spot and promote the final purchase; Their service attitude and spirit reflect the company's business philosophy and value orientation; They are the first perceptors of the latest market trends, customers' actual needs and customers' reactions to company advertisements, promotions and other sales methods; They are the best collectors, collators and deep processors of customer information.
We can also look at it from the perspective of consumers. On the one hand, "homogenization" gives consumers the opportunity to make calm and rational decisions, but for consumers with limited knowledge of building structure, building materials, building planning and environmental design, it is really not easy to make the best purchase choice among several buildings with similar prices and quality. At this time, most consumers will ask relatives, friends and colleagues for help. In fact, most relatives and friends are not experts, and their opinions are mainly placebos. Therefore, what consumers most desire and need is an expert to come out and provide them with rational and pertinent analysis opinions from the development trend of lots, architectural planning concepts, the relationship between apartment types and human settlement activities, the spatial setting of residential areas, greening and environmental design with an objective attitude and professional knowledge.
Therefore, today's salespeople should not be simple "salespeople" or "price assessors", but real estate consultants who can provide real estate investment and professional consulting services to customers. It should be a front-line salesperson, who can feed back market information for developers and provide reference opinions for sales decisions; It is the conscious disseminator of the developer's business philosophy and business philosophy.
This training has made full preparations for the opening of our project and made us more motivated and confident. Because we are a team, we should have the spirit of teamwork and contribute to the future performance growth of the company.
Combined with the development trend of the domestic real estate market in recent years, we believe that we should increase and pay special attention to the following training:
1, the history of human settlement and the latest concept of human settlement, the influence of the evolution of modern lifestyle on architecture, the concept of urban and residential planning, a brief history of Chinese and foreign architecture, and the basic concepts of indoor and outdoor space coordination. Only by mastering this knowledge can we answer questions for customers and provide real consulting services;
2. The survey content and technology of competitors. This is the basis for providing customers with rational comparative analysis.
3. Understand the collection, classification and processing of customer data. With this knowledge, we can provide first-line market data for the company to adjust its sales strategy, formulate the next real estate development plan and cultivate its core competitiveness.
Personal Experience Sales Business Training Mode Paper 4
Sales training refers to the training activities carried out by enterprises or related organizations around sales personnel, products and customers. The job of sales is to meet the needs of customers and artistically let customers agree and accept our work. Sales training may be a road map, telling salespeople what abilities they should have, what knowledge they should have, what solutions they will provide, and clearly telling salespeople where they have the opportunity to go.
Tip 1: Practice saying "No"-screen out potential customers as soon as possible and don't waste valuable sales time.
Will you continue to follow up with some customers until they say "yes" or "no"? Have you ever said "no" or "I'm not going to sell it to you" to some customers? There are many things in sales that you can't control now and in the future, but there is one thing that you can absolutely control, and that is your own time, and how do you plan to use your own time.
Screen out prospective customers as soon as possible, and don't waste valuable sales time. In order to improve the screening speed, you need to make a "qualification description table", which lists the characteristics of customers with real purchase intentions. Then, you can know who must spend time and who can ignore it. You can pick out the customers who really want to buy and discard those who are unlikely to buy from you (at the same time, you will find more valuable customers). It sounds simple, but too many salespeople around us are still throwing garbage into their baskets and throwing away the real "fat water".
Key Tip: Make a "qualification description form" and decide which customers are worth your time.
Tip 2: Learn to "draw cakes"-constantly motivate the prospective customers you choose.
The process of screening customers is nothing more than three questions: do you have money or budget? Do you have the right to make decisions? Is there a demand? Remember, you must sell your products to those "eager" customers. It is usually not difficult to find customers who need your products. But it is difficult to make people in need start to crave your products, and it is not feasible to wait for them to transform.
Compared with the sales methods of general consumer goods, your job as a professional salesman is more complicated and gives customers higher value. Your customers usually don't know what they want, and they only realize it when they find the problem. The process of discovery can be several seconds or several years, depending on the nature of the problem itself and the customer's own situation. So you should learn to motivate your customers, give them "cakes", actively help them find problems and help them solve them. More importantly, convince customers that you are more capable of solving their problems than anyone else.
Key skills: Make clear what problems you can help customers improve or solve, then make plans and design questioning methods to find out those problems and "carry them forward".
Tip 3: Like him/her-practice selling outside your comfort zone.
Most salespeople have excellent interpersonal communication skills and think they are very good at the art of "people". Think back, when was the last time you lost your bill? How is your relationship with the customer who said "no" to you? How close is it?
You can't give up or ignore customers who don't match your personality. You know, everyone likes others to like themselves. You should learn to stretch your behavior, break through your personal comfort zone and learn to like others.
Key skills: learn to talk to the customer in the way he speaks, so as to establish a close relationship with him. Don't repeat boring topics such as "weather" or "sports", these are all tricks that strangers will use.
Tip 4: Tell a story-your sales presentation should make customers feel "me too"
I have to admit, many sales presentations are boring. Usually you always brag about how good your products are, how great your company is, and how brilliant your company's history is. Customers don't care about this! When you give a passionate speech, the client's face is always cool.
A good sales presentation can definitely stimulate customers' imagination, and the way to stimulate customers' imagination is to tell them stories. The more vivid and wonderful the story is, the more your customers can't help thinking of pictures when using your products, so that an idea "Me too …" will suddenly appear in their minds.
Key skills: study your closest 1-3 customers, make a wonderful story of their success, and inject emotional power into your future sales presentation.
Essay on Personal Experience Sales Business Training Mode 5
I have been in our clothing store for more than two years. I have been working hard in this industry. Apart from the initial pre-job training, no one taught me anything, and I had to work hard on my own. I aim at the clothing sales guide with the oldest experience and the best performance in the store. It took me more than a year to climb to her height, but I didn't slack off and give up. At present, the monthly sales performance of the store remains the same.
After this training and experience exchange, I gained a lot of experience and summarized the following points:
1. As a clothing sales guide, one's clothing must be neat, formal and serious. All the clothing sales guides in the store should be unified and used as work clothes, so as to reflect the formality and high-end of our store. The etiquette of seeing customers off must be in place, which will increase customers' goodwill towards the store to a certain extent.
2. Our clothing store is a high-grade children's wear, and it sells well. It is also mentioned in the training that the consumers of children's wear are the parents of children. Parents generally don't refuse what children like and want, so when children try on clothes, they must praise him more, such as "children, I almost don't know you in this dress, so handsome". This can increase the children's goodwill in trying on clothes to a certain extent, and then increase the possibility of selling them.
You must learn to look for opportunities and sell more other clothes. For example, parents take their children to buy clothes, regardless. Give him a suit, find clothes and pants, and then tell them that this suit is special. You can also get a discount if you buy two pieces together, but you must be able to talk and act according to circumstances, so as not to arouse customers' disgust. Therefore, we must grasp many opportunities for promotion and don't try blindly. Not every customer is suitable for this method.
I believe that with these experiences, I can go further and further on the road of clothing sales shopping guide, exceeding my set goals, and now I am confident that I will definitely move towards professional clothing sales and get closer and closer to myself and my dreams.